Hewlett Packard Enterprise (HPE) advances the way people live & work. We bring together the brightest minds to create breakthrough technology solutions, helping our customers make their mark on the world.
HPE Communications & Media Solutions (CMS) is a HPE business unit providing vertical solutions to the communications & media industry for over 30 years. CMS help communication service providers solve their most pressing business problems every day. We are driven to innovate, delivering solid solutions to an industry in constant transformation. Key growth areas for CMS are 5G, Edge Computing, AI & Automation
This role will drive sales of CMS software & solutions, and the selected candidate will be hunter/acquisition focused & thrive on ‘selling as a Manager’. You will utilise your industry connections and strategise to lay the foundations for building and developing a solid pipeline for growth primarily within the telecommunications sector.
Communicates effectively to set direction for the targeted accounts/territory in line with the company’s vision and strategy. Motivated to meet and exceed goals. Manages the HPE sales motion strategy and deployment towards growth and increased profitability.
Organizes and works with extended team and adapts the resource mix to maximize the collective teams and HPE’s achievement, market coverage and financial performance.
Displays uncompromised integrity. Propagates our culture and values and the importance of winning the right way.
Negotiate, structure, & close deals that meet customer expectation.
Orchestrates major Enterprise-level customer engagements for HPE to make sure HPE deliver results through the best customer experience in the industry.
Acts as role model for the sales community by displaying will to win and action oriented leadership, and by holding customers in the center. Manages escalations to solution, and solution to opportunity. Drives a hunting mentality.
Identify & prospect new business while maintaining & expanding services to assigned customers
Engages with key customer executives (CEO, CFO, COO) to understand the customers’ business context and build trust. Creates early stage opportunities by managing top customers’ executive level relationships. Works with wider HPE teams to craft the right technical, IT investment, pricing and sales strategies to win.
Partners with stakeholders (channel, categories, HR, legal, other sales teams) across business units to maximize customer success and team efficiency across HPE.
Managing the Business
Establishes sales methodology for end-to-end sales process management, with clear roles and responsibilities in each stage of the sales process.
Development of territory & sales plans, strategies both at segment and account levels, considering the intersection of technology, people and economics. Follows up to ensure consistent execution.
Manage complex sales cycle utilising a consultative solution selling approach
Provides timely and accurate sales forecasts and outlooks for customer and market dynamics.
Provides structured customer feedback, competitive assessments and won/lost deal analysis into category, R&D, strategy & planning and sales teams to promote learning.
Experience, Attributes & Skills Required:
10+ years of experience in IT sales, including success in achieving/exceeding sales targets
Significant experience in telecommunications & well-connected with key decision makers
Skilled at building rapport, opening doors, & understanding business requirements of senior decision makers
Possess highly developed business acumen & negotiation skills
Excellent interpersonal, verbal & written communication skills & the ability to establish & maintain a rapport across many constituencies & influencers
Ability to manage time effectively & efficiently & set priorities
Ability to work effectively with extended & cross-function teams in a matrix environment
Join us and make your mark!
A competitive salary and extensive social benefits
Diverse and dynamic work environment
Work-life balance and support for career development
An amazing life inside the element! Want to know more about it?